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The 2014 Art of Negotiating Real Estate Conference

The Negotiation Institute Annual Industry Conference Series Event in New York City

September 9, 2014

Presented by The Negotiation Institute, The 2014 Art of Negotiation Real Estate Conference is specifically designed to provide real estate professionals with a powerful set of strategic and tactical negotiation tools to overcome current challenges in the market, outperform expectations and succeed in the face of change.The Art of Negotiation Real Estate Conference is a highly interactive program presented by distinguished experts from The Negotiation Institute faculty. The program includes a lunchtime roundtable of high-profile industry leaders discussing what it takes to gain “the edge” in today’s real estate market. Speakers will present fresh perspectives on negotiation, sales, communication and influencing strategies that drive the bottom line in any transaction.


September 9, 2014


The New York Athletic Club (N.Y.A.C)
180 Central Park South
New York City

The New York Athletic Club is a private social club occupying a central location with panoramic views of Central Park in New York City. When visiting the N.Y.A.C., please comply with the following Dress Code: Business attire, with jacket, at all times. Comparable attire for ladies. The following are never appropriate: Jeans and other denim wear; sneakers; shorts; t-shirts and athletic wear. Ladies may not wear halter tops, leggings and clothing that reveals bare midriffs. Your cooperation is appreciated.


  • Realtors / Brokers
  • Residential / Commercial Sales & Leasing
  • Building / Property Managers
  • REIT / Institutional / Acquisition Managers
  • Permanent & Bridge Lenders
  • Mortgage Bankers
  • Owners / Investors
  • Developers / Contractors
  • Real Estate Lawyers / Corporate Counsel



Regardless of the size of a property–when the time comes to sell, it is time to capitalize on the last opportunity to maximize return and close at the highest price. In this session, you’ll discover how to maximize a variety of real estate transactions – closing more deals in less time while negotiating better terms. Through real-life, practical examples, TNI Faculty Expert Lee Miller will provide you with powerful strategies, tactics, tools and techniques that you can use immediately. He’ll discuss how negotiating tools such as Legitimacy, Anchoring, Affecting Value Perception, Win-win Negotiating and “Listening Under” can be effectively used in real estate deals.



In today’s technology-saturated world, information is readily available. The Internet has changed everything for the client – not to mention for those hoping to win their business. This new environment creates tremendous opportunity for those with the right strategy. As Marc shares in this session, winning the business of well-informed individuals is very similar to winning in sports. Consistent success – both in real estate and on the field – requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion.


3:15 PM “THE 3C INFLUENCING METHOD: “CONVINCE, COLLABORATE, CREATE” Whether you’re negotiating real estate deals or providing goods/services to the real estate industry, it is crucial to incorporate the “3C Influencing Method” into your everyday practice. The 3C Method enables its users to understand the ‘U Perspective’ (How individuals approach a situation and what will motivate them to act) of potential buyers or sellers, of their clients, of brokers they are negotiating with and of the individuals that influence the principals and apply that knowledge to negotiate better outcomes. Convince: Use active listening and purposeful questioning techniques to understand your audience and enhance the perceived value of what you are proposing, in light of that understanding. These techniques draw on the psychology of persuasion, rhetoric and influencing principles. Collaborate: Understand how to work together to achieve a common goal that satisfies everyone¹s interests through problem solving and win/ win negotiating principles; Create: The session concludes with a fresh look at how to structure interactions with others to create new, more effective ways to achieve your objectives.



LEE MILLER is a Faculty Expert in Advanced Negotiation & Leadership at The Negotiation Institute. In addition Lee has authored UP: Influence Power and the U Perspective – The Art of Getting What You Want and is a contributing author to The Wall Street Journal’s Real Estate Journal . He is an Adjunct Professor of graduate courses in influencing and negotiating at Columbia University School of Architecture and Urban Planning and was former Head of HR at TV Guide Magazine, USA Networks and Barney’s New York Inc. Lee has created an in-depth program that leverages his extensive experience in administrative positions to teach others how to successfully negotiate outcomes in their favor. A Former Board of Directors Member of the Washington State Bar Association and the American Repertory Ballet Company, Former Partner and Co-chair of the Employment and Labor Group at Shanley & Fisher, and Former Vice President of Labor and Employee Relations at R.H. Macy & Co. Inc., Lee has had appearances on CBS’s “The Early Show,” ABC’s “Good Morning America,” “Fox and Friends,” ABC’s “Money Talk,” NBC’s “Today New York,” CNN’s “Your Money’s Worth,” CNBC’s “Power Lunch,” Bloomberg “Personal Finance,” MSNBC’s “Economy Watch” and NPR’s “Morning Edition.” Lee graduated Harvard Law School magna cum laude

MARC WAYSHAK is a Faculty Expert in High-Performance Sales & Sales Strategy at The Negotiation Institute and author of Game Plan Selling. Marc has developed an exclusive program that combines his experience as a business owner, extensive research and years of corporate training with his deep understanding of sports achievement, as an All-American athlete and captain of the Harvard Rugby team. While obtaining his bachelor’s degree from Harvard University, Marc started what soon became one of the fastest growing event marketing companies in New England, with clients such as Subway Sandwich Shops, ExxonMobil, and Getty Oil. After selling his business, he began travelling the world sharing his sales strategies with organizations and individuals, transforming their processes to enhance profitability. for Marc holds a Masters in Business from Oxford University’s Saïd Business School.

JACK SIMONY (PANEL MODERATOR) is Chairman of The Negotiation Institute.

JESSICA MILLER is a Commercial Real Estate Advisor in the McLean, Virginia office of Cushman & Wakefield and co-author of A Woman’s Guide to Successful Negotiating, featured on The Early Show and Good Morning America.

FREDERICK WARBURG PETERS is the President of Warburg Realty Partnership in New York City, and co-chair of The Real Estate Board of New York’s (REBNY) Board of Directors.

ILAN BRACHA is the Chairman of Keller Williams NYC and President of Bracha New York.

ERIC BRODY is the Director of Construction for Wonder Works Construction Corp., co-developer of the new residential condo 540 West.



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Please call (212) 730-0144 for more information or visit the official TNI Conference Event page:

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Conference/Event Dates: 09/09/2014 - 09/09/2014
Conference/Event Hours: 8:00 a.m. - 4:00 p.m.
Classification: B2B
Primary Industry: Real Estate
Other Industries: Business, Real Estate
Estimated Attendance: 350
Audience: Realtors / Brokers
Residential / Commercial Sales & Leasing
Building / Property Managers
REIT / Institutional / Acquisition Managers
Permanent & Bridge Lenders
Mortgage Bankers
Owners / Investors
Developers / Contractors
Real Estate Lawyers / Corporate Counsel
Venue: New York Athletic Club
Venue Phone: (212) 730-0144
Venue Type: Indoor - Other
Sponsorship: Yes
Sponsorship Details: BlueOcean Presents: TNI Conferences

BlueOcean Conferences LLC organizes executive development summits, conferences, forums, and round-tables for both public and private sector professionals in the United States and abroad. Through strategic partnerships and sponsors, the company engages in the development, marketing, operation and management of annual series of events.
The Art of Negotiating is a TNI Conference Event Series in New York City featuring TNI Faculty Experts. Programs in the 2014 Art of Negotiating Industry Conference Series are BlueOcean Executive Development Conference Events.
The Negotiation Institute (TNI) provides customized executive training programs to corporate, government, educational and non-profit entities in the United States and internationally, reaching over 1,250,000 professionals to date. TNI offers in-house training seminars, keynote speakers and a faculty of industry experts in the areas of negotiation, conflict resolution, sales, procurement, supply chain management, leadership, cross-cultural business, presentation, communication, regulatory affairs, and corporate diversity. TNI provides clients with customized case studies for simulation exercises and on-going solutions to reinforce results. Through a joint venture partner, TNI also offers a series of survey and metrics-based ROI studies that quantify the impact, value and sustainability on training investments and other intangible assets. The company was founded in 1966 and is based in New York City. To learn more, please visit our website at

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